Understanding Negotiation
How many basic types of negotiations are there?
Two
Negotiation requires _________________.
Preparation
Like any challenging task, negotiation requires preparation.
Setting the time and place, establishing common ground, and creating a negotiating framework are other aspects of _________________.
Aspects of preparation: setting the time and place, establishing common ground, and creating a negotiating framework
The first phase in negotiation involves a (n) _________ of information.
The first phase in a negotiation involves an exchange of information.
What is considered the heart of the negotiation process?
The heart of the negotiation process — bargaining — is what most people mean when they talk about negotiation.
What are the two approaches to negotiation?
Distributive and integrative
What are two things you must have in order to approach negotiation successfully?
The key to personal preparation is to approach the negotiation with self-confidence and a positive attitude.
Where do people feel the most comfortable conducting a negotiation?
At the start of a negotiation, you don't want to give a ____________ statement about your position on specific issues.
Finding out – and __________ – your opponent's pressure, targets, and needs is something that should be done if possible prior to your negotiations with them.
Finding out – and analyzing – your opponent’s pressure, targets and needs is something that should be done, if possible, prior to your negotiations with them.
Integrative negotiations are based on
Cooperation
What does the acronym WATNA stand for?
Human beings are always in some part at the mercy of their ___________.
In negotiations, one party's opinion on what should constitute the agenda will ________ from the other, at least in terms of how the issues should be framed.
In negotiations, one party’s opinion on what should constitute the agenda will differ, at least in terms of how the issues should be framed.
What technique is typically made with the full awareness that the offer will not be met?
The Exaggerated First Offer technique is typically made in the full awareness that that offer will not be met.
Distributive negotiations involve a ________
Fixed pie
What does the acronym BATNA stand for?
For a negotiation to proceed, the two sides must agree to a _________ _____________.
In a negotiation, you don't want to appear _________.
You don’t want to appear secretive or deceptive, but at the same time, you don’t want to give away your bargaining position prematurely.
How many negotiation techniques are there possible?
Which of these is involved in distributive negotiations? Multiple issues, Keeping information confidential, Information Sharing, Bridge building.
We are keeping information confidential.
You are keeping information confidential. For example, you don’t want a car salesperson to know how badly you need a new car or how much you are willing to pay.
What is a 'blue sky' scenario?
Negotiations would not be necessary if you could have the ideal situation, the “blue sky” scenario.
What is it essential to agree on before negotiations?
Before starting negotiations, it is essential to agree on which issues are up for negotiation and which are non-negotiable.
Projecting an image of relaxed friendliness with an element of ____________ is your best way to introduce yourself.
Projecting an image of relaxed friendliness with an element of restraint is your best way to introduce yourself.
In addition to learning about the pressures, _____________, and needs that might influence your opponents, you might also want to try to get some idea of their usual negotiating.
In addition to learning about the pressures, targets, and needs that might influence your opponents, you might also want to try to get some idea of their usual negotiating approach.